How to Close More Deals From Leads You Already Have!
- October 22, 2018
- Digital Marketing Agency
Closing More Deals From Your Leads!
Hey everybody! It’s Chris here, what is up!?
I just got off a conversation with our Customer Success team and I’ve got something incredibly valuable for you. If you can get your mindset right on this particular thing in your mortgage business, this could help you make money right away, but also help you close many more deals in the future.
This could be worth hundreds of thousands of dollars!
We do consultations every day with people who reach out to us for help with advertising on Facebook and Google. What we are finding with these consultations is that we have is people who get on the phone with us and say “Ok, I’m doing this thing, should I do Facebook instead?” Often times, that other “thing” they are doing is either Zillow or working with realtors.
We have to spend a good 5-10 minutes on these calls where our team has to work on adjusting the mindset of the individuals we are speaking with for them to see that while, yes, we are in the business of closing mortgages, the very foundation of what we are doing is multiplying capital. We are investing our time, we are taking on risk, and we are putting money into our business in order to build our business which allows us to enjoy the lifestyle we envision for ourselves and our families.
So many people look at their marketing as having only one thing that is going to work and once they find something that they think is working, they are going to only do that one thing. If you shift your mindset and focus more on finding ways to multiply your capital, the process shifts to running advertisements which leads to bringing in more customers that you can provide excellent service to and turn into repeat customers and referrals.
If you are just looking at a source like Zillow and questioning the lead quantity you are getting from that source, stop! Instead of looking at the number of leads you that you are generating from the source, start looking at the ROI over a 3 month, 6 month or 1 year period. If the money that you are investing in the lead source is bringing in more money than you are investing then you are profitable and you should continue to invest in the lead source. Take that profit and first, pay yourself, then reinvest the difference in as many profitable marketing sources as you can.
Another tip that our Customer Success team gave to one of our clients that they are out implementing this in their business today. They have been working with multiple realtors in their marketplace and they have been co-sponsoring leads with a certain system. All of these leads are put through a 7-day sequence to determine whether the leads were good quality or not.
We know from our studies of lead generation that those leads are not going to buy in the first 7 days – it’s just not normal for people in the mortgage or real estate space to fill out a form and then do something in the first 30 days. So what you do is you take those leads and you put them through a compound communication system, which is a series or ringless voicemails, text messages, and emails specifically designed to re-engage an old lead that has come from a source like Zillow, Facebook or Google in the past. There are people that were interested 6-months ago that are ready to go today. There is money to be had in this database.
We actually have this compound communication system for you, as well as a training we are going to be doing with Carl White where we show you what text messages and emails we are sending to these leads.
If you want access to this training on how to really follow up with your leads effectively, contact us today!
A thriving Canadian entrepreneur. A loving father and husband. A blossoming philanthropist. The CEO of an innovative Digital Marketing Agency. Johnstone has mastered the art of digital marketing on numerous platforms (Facebook, Google, YouTube, Instagram - to name a few) which has given him the unique ability to assist hundreds of loan officers, realtors, lawyers, financial planners, and insurance agents with growing their businesses online. He continues to grow his skills and hone his craft and is ready to bring you up to speed on the latest and greatest in the digital marketing world!
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